Sales Operations Manager (UK Preferred)

ABOUT the company

The company has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on the company to build, share, and run their applications across our suite of products including the company Desktop, the company Hub, and the company Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, the company is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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THE ROLE

We are seeking an experienced Sales Operations Manager to join our Revenue Operations team who are responsible for optimizing the success of the company's Sales & GTM teams to accelerate our revenue growth.

Your primary focus will be supporting our global Sales organisation, with a focus on EMEA and APAC. You will build and streamline sales processes and systems, design territories and segmentation models, support forecasting and pipeline inspection, manage quota models, and manage projects from conception to release. You will work alongside GTM leadership to define, build and document processes and overall sales strategy and planning, and partner with the dedicated Operations owners for BDR, SE, TAM, Renewals and Channel where your work overlaps with theirs.

An ideal candidate is a start-up builder who has experience working with Sales teams and has worked closely with Salesforce, Gong, ZoomInfo, RingLead and LinkedIn Sales Navigator. This role reports to the Director of Sales Operations and is based in EMEA.

IN THIS ROLE, YOU WILL

• Support the global Sales leadership team, with a focus on EMEA and APAC, in running their business

• Design and maintain territory and segmentation models, and document account engagement models, with a focus on EMEA and APAC

• Support forecasting processes and pipeline inspection, working with Sales leadership to ensure good forecast hygiene and accuracy in Gong

• Help manage GTM quota and compensation models

• Assist in the fiscal year planning cycle

• Partner with the dedicated Operations owners for BDR, SE, TAM, Renewals and Channel to ensure aligned processes, quotas and territories across teams

• Manage and prioritise implementation of key projects including scoping of requirements, writing business requirement documents, collaborating with cross functional teams, and working alongside the business systems team to build, test and roll out new processes

• Manage and maintain the sales technology stack, ensuring data integrity and system efficiency, and owning vendor relationships

• Optimize the sales process and ensure a smooth deal flow from lead generation through to deal closure and repeat renewal

• Identify and implement continuous process improvements to enhance productivity and performance

• Analyse data to identify trends and areas of opportunity, and provide insights and recommendations to leadership

• Cultivate strong relationships with key stakeholders across various GTM departments

• Contribute to efforts around data quality, integrity, standardisation, and controls that ensure accurate reporting and forecasting

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REQUIREMENTS

• 4+ years of experience in Sales Operations

• Experience working for a high growth software/SaaS company

• Prior experience in territory and segmentation design, quota modelling and fiscal year planning

• Prior experience in forecasting and pipeline management

• Knowledgeable in managing projects including writing project plans, business requirement documents, business summaries and user acceptance testing

• Track record of defining operational processes and collaborating with technology teams for successful implementation of projects

• Exceptional communication and interpersonal skills

• Technically savvy with Google Suite, Salesforce, Gong, ZoomInfo, RingLead and LinkedIn Sales Nav

• Ability to think strategically and translate business needs into actionable plans within a fast paced environment

• Comfortable and familiar with cross-functional collaboration

• Able to work autonomously, with a constant focus on building for the future

• Energy, enthusiasm, and love of building

Additional attributes

• Experience in one or more of BDR, Renewals, TAM, SE, SA, Customer Experience, Channel or Provisioning operations

• Strong analytical skills with experience in data analysis and reporting tools

• Experience in building AI agents

• Comfortable with new technologies and ability to communicate with those who are tech-savvy

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WHAT TO EXPECT IN THE FIRST 30 DAYS

• You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program

• You will learn how to navigate through award-winning sales tools such as Salesforce, Gong, ZoomInfo, RingLead, LinkedIn Sales Navigator, and the company

• Identify areas of improvement in our systems and processes that will assist the Sales team to be more successful

• Review existing processes and metrics to identify areas of improvement

• Begin building strong cross functional relationships

WHAT TO EXPECT IN THE FIRST 60 DAYS

• Begin taking on projects and working with the relevant cross functional teams to scope and build

• Take ownership of tools within the tech stack and start scoping refinements and improvements

• Build documentation to support new and existing processes

• Start implementing improvements to assist with data integrity and accuracy

WHAT TO EXPECT IN THE FIRST 90 DAYS

• Assist in scoping future quarter priority projects

• Have full ownership of various key projects related to the Sales & GTM org and the supporting systems

• Build scalable and repeatable processes to assist the Sales & GTM org

Visa sponsorship: Not available for this role.

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Compensation & Equity

Europe: €100,000 – €124,000 base

England: £85,000 – £105,000 base

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POSTING INFORMATION

• Open vacancy: This posting is for an existing open role.

• AI in hiring: the company may use AI-assisted tools during our recruiting process.

• Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.

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PERKS & BENEFITS

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.

• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.

• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.

• Home office support – Set up your workspace for comfort and success.

• Technology stipend – Equivalent to US$100 net per month to help support your work.

• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.

• Parental leave – 16 weeks of paid parental leave after six months of employment.

• Equity for all full-time employees – Share in the company's long-term success as we continue to grow.

• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.

• the company swag – Because representing the whale never gets old.

The company is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.

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